组织能力与顾客价值的匹配模型及其实证研究

顾客价值的创造潜力是顾客选择供应商的主要指标,其来源于企业所拥有的组织能力。以长三角地区企业为数据来源,对组织能力与顾客价值的概念匹配模型进行实证分析的结果表明,交易经济价值受到以效率为导向的能力、以价值创新为导向的能力的正面影响,但受前者的影响更大;关系附加价值受到以效益为导向的能力、以价值创新为导向的能力的正面影响,但受后者的影响更大;网络未来价值仅受到以价值创新为导向的能力的正面影响。

An Empirical Study on Matching Model of Organizational Capabilities with Customer Value

Creation capacity of customer value of suppliers is a major indicator for industry customers to select suppliers, which stems from organizational capabilities. The empirical study on the conceptual matching model of competencies with customer value based on the datum from Chang Sanjiao area shows that competencies of efficient orientation and value-innovative orientation are positively related to transactional value, and that effective orientation and value-innovative orientation are positively related to relational value, finally that only value-innovative orientation competencies have an positive effect on network value.